BD (Becton, Dickinson and Company) Jobs

Mobile bd.jobs Logo

Job Information

BD (Becton, Dickinson and Company) Branch Manager,- Hospital Sales in Chennai, India

Job Description Summary

Position Summary

 To support the Regional Sales Manager in identifying market opportunities and supervising Area Sales Managers to deliver the business plan for hospital segment

 Scan environment for new opportunities and markets, identify opportunities in existing markets by evaluating risks, formulate action plans, implement and monitor their effective deployment in order to increase organizational productivity and to continuously strive for achievement of stretch targets

Job Description

Branch Manager - Kerala, Hospital

JOB DESCRIPTION: Branch Manager , Hospital Sales

Position Title Branch Manager – Hospital Sales

Department MDS Location Cochin, Kerala

Reports to Regional Sales Manager

Qualification BA/B. Sc / B. Pharma, MBA – Marketing(Preferred)

Experience 8-12 years

Position Summary

 To support the Regional Sales Manager in identifying market opportunities and supervising Area Sales Managers to deliver the business plan for hospital segment

 Scan environment for new opportunities and markets, identify opportunities in existing markets by evaluating risks, formulate action plans, implement and monitor their effective deployment in order to increase organizational productivity and to continuously strive for achievement of stretch targets

Principal Responsibilities (Accountability)

Implement strategy for new (and existing) market and business opportunities

 Own and drive the clinical education programs with clear defined outcomes – i.e. Market Conversion Programs, New products introduction, increased penetration, and competitive conversions, Instrument Company Liaison / Co-marketing.

 Planning and executing target customer-wise education programs in line with agreed strategy, in the specified geographical area.

 To ensure that enough demand-pull is created for Medical System business products through the above activity.

 Establishing and maintaining contact with key opinion leaders / Institutions through direct contact programs.

 Conduct External Educational and awareness Programs to build long term sustainable customer loyalty and Business Growth KOL

 Generate, maintain and utilize customer database for promotional use

 To take initiatives and timely action in order to further strengthen the clinical sales network of the organization

 Develop, sustain and manage a strong distribution system across the region.

 Establishing effective sales forecasting system for each product line in place.

 Implement marketing strategy for each product line

 The position is responsible for identifying new business opportunities and markets with better realization and revenue scope

 Manage, assist and support ASM/Sales executives to achieve budgeted sales targets for each product line

 Aggressively develop and build sales team to successfully execute sales strategy of the company

 To provide inputs to RSM and management about ‘go to market’ approach; provide inputs for developing sales and marketing strategy for each product line

 Increase cash flow by actively identifying areas that require strengthening or corrective action

 Analysis of competitor activity and provide feedback on the product quality.

 Adherence to the commercial guidelines and reporting guidelines as prescribed by the Company.

 Addressing all the relevant issues related to Distributors.

 Ensure price implementation at all levels and strive for price stability

 Provide inputs and help establish effective sales forecasting system for each product line; draw up implementation and action plans and monitor progress of initiatives taken / actions deployed

Monitor and report

 Monitor and supervise all activities of ASM / Sales executives (e.g. ensure orders are delivered on time etc); ensure timely reporting of sales figures, target achievement and other related MIS and responsible for internal online tool reporting application usage .(e.g. inventory sales orders, customer database, must-call list status etc)

 Constantly review current business performance and other metrics; report deviations / discrepancies to RSM

 Monitor adherence to commercial guidelines and reporting guidelines as prescribed by the company – report discrepancies if any to relevant authority

 Continuously track competitor activity and actively scan the industry environment for developing trends and practices

 Responsible for tracking of customer feedback on product quality and escalating product issues to appropriate authority within the organization

People Management

 Facilitate change management within the organization - develop competencies of ASM’s to continuously track external environment and find innovative ways to grow the market

 Responsible for communicating with team and ensuring that the organizational goals are well understood

 Help RSM attract, train and retain talent in own region; ensure high motivation and enthusiasm level of team members

 Ensure objective performance evaluation and management of team; establish a culture of constructive feedback and continuous improvement thereby developing and leading a group of energized and aggressive sales professionals

Unique Knowledge & Skills

 Negotiation skills

 Analytical problem solving

 Leverages business awareness

 Executive maturity

 Product knowledge

 Influencing skills

BD SUCCESS FACTORS

 Customer focus

 Action orientation

 Result orientation

 Building team spirit

 Managing vision and purpose

Contacts (Internal & External)

Internal

 Sales Head- Medical Systems

 Regional Sales Manager

 Marketing Managers

 Area sales manager / Sales executive – Distributor sales

 Area sales manager / Sales executive – Hospital sales

 Regional commercial manager

 CRC

External

 Key Hospital KOLs

 Distributor

 Individual sellers

Critical Challenges

 To utilize people management skills and keep sales force motivated to perform as per the prescribed productivity norms

 To consistently meet and achieve sales targets by effectively channelizing and utilizing the effort of his team

Problem Solving & Decision Making

All issues related to sales within the region within the ambit of the company’s rules and policies

Reviewed BY

Approved BY

Updated On July 2019

Primary Work Location

IND Chennai - Raheja Towers

Additional Locations

Work Shift

BD is a leading global medical technology company that creates medical technology, devices and laboratory equipment for a variety of needs across the healthcare continuum. At BD, we are looking for candidates who possess passion, innovative solutions and a commitment to our one mission of improving access to groundbreaking medical and biotechnology services for people near and far, delivering state-of-the-art technology and cutting-edge research in the battle to fight and cure infectious diseases. With a global reach that extends across 50 countries worldwide, our network of professionals collaborates on effective measures to deliver enhanced patient quality such as lower health care delivery costs, improved health care and safety, and expanded health care for all. Join our company and see how you can become a part of one global mission to make a difference in human health.

DirectEmployers